826 00:57:03,560 --> 00:57:07,040 Be to the point, don't arrive late and look neat. 827 00:57:07,160 --> 00:57:09,800 These are some elements of the perfect pitch. 828 00:57:09,920 --> 00:57:13,240 I'll talk about how you can present yourself to an investor 829 00:57:13,360 --> 00:57:17,560 with Gertjan Tienkamp of the crowdfunding platform Geldvoorelkaar 830 00:57:17,680 --> 00:57:22,600 Roy Spit, director of Qredits and Claudio Gerardi, owner of Fietseria. 831 00:57:22,720 --> 00:57:24,040 Claudio. -Hi, hello. 832 00:57:24,160 --> 00:57:29,320 Hello. How did your presentation go? Did it go well? 833 00:57:29,440 --> 00:57:34,640 For me, it was easy to get a line to follow. 834 00:57:34,760 --> 00:57:39,440 So: where do I have to put this, I have to find the right info. 835 00:57:39,560 --> 00:57:42,840 And how did it go? Where you relaxed or stressed? 836 00:57:42,960 --> 00:57:47,200 No, I was a bit stressed, but... 837 00:57:47,320 --> 00:57:53,600 At the end I was sure that the idea got good walue, value, sorry. 838 00:57:53,720 --> 00:57:59,560 Okay, so that relaxed you a little bit? -Yes, that was my calm point. 839 00:57:59,680 --> 00:58:02,080 How did you prepare exactly? 840 00:58:02,200 --> 00:58:08,480 I wrote down a business plan, which was not big. Just three pages. 841 00:58:08,600 --> 00:58:13,840 I put in the business plan some numbers about provision. 842 00:58:14,920 --> 00:58:18,960 I also included some picture of the bike because at the time people 843 00:58:19,080 --> 00:58:24,560 couldn't imagine how pizza bike look like. 844 00:58:24,680 --> 00:58:29,280 Then, also I added something about my private life 845 00:58:29,400 --> 00:58:35,960 which was my income at the moment, which job I was doing on the time. 846 00:58:37,400 --> 00:58:39,880 So that was very complete. 847 00:58:40,000 --> 00:58:44,640 What important tips did you receive from the Chamber of Commerce and Qredits? 848 00:58:44,760 --> 00:58:50,800 I received a lot of important tips from these two entities. 849 00:58:50,920 --> 00:58:56,800 The first one, and the most important, was a right form of business plan. 850 00:58:59,040 --> 00:59:03,200 From the Chamber of Commerce I received marketing research 851 00:59:03,320 --> 00:59:06,840 which was specific for my field. 852 00:59:08,080 --> 00:59:14,600 Moreover, I received tips on how to deposit my trademark 853 00:59:14,720 --> 00:59:20,160 because that was my biggest problem: 854 00:59:20,280 --> 00:59:23,600 How to protect my idea, as such a new idea. 855 00:59:25,120 --> 00:59:26,480 They helps me a lot. 856 00:59:26,600 --> 00:59:33,240 So, they direct me to another association, which is the BOIP. 857 00:59:34,400 --> 00:59:43,240 They help me also on how to edit the trademark deposit. 858 00:59:43,360 --> 00:59:48,880 Okay, and did you also get tips like, did you have to be a BV or not? 859 00:59:49,000 --> 00:59:53,000 Yes, this was another important question on the time. 860 00:59:53,120 --> 00:59:56,400 Because I was working as a ZZP'er. 861 00:59:56,520 --> 01:00:00,880 And I asked if for the Fietseria I should make a BV. 862 01:00:01,000 --> 01:00:06,680 But, luckily, they suggested me to continue on that way. 863 01:00:06,800 --> 01:00:12,520 Then if the Fietseria would get value 864 01:00:12,640 --> 01:00:14,800 then you can transform it in a BV. 865 01:00:14,920 --> 01:00:16,280 Yeah. 866 01:00:16,400 --> 01:00:19,800 And Roy, what does a good presentation consist of? 867 01:00:19,920 --> 01:00:23,640 Well, let's say we visit all our... 868 01:00:23,760 --> 01:00:25,760 Or most of our applicants. 869 01:00:25,880 --> 01:00:29,880 When it's an existing business, we visit them at their business. 870 01:00:30,000 --> 01:00:32,960 When they're a start-up we visit them at their home. 871 01:00:33,080 --> 01:00:39,040 So, it's very important for us to visit the applicant in their own environment. 872 01:00:39,160 --> 01:00:43,960 What we see, I wouldn't recommend to open the door in your sleeping outfit... 873 01:00:44,080 --> 01:00:47,320 Do people actually do that? -People do that. 874 01:00:47,440 --> 01:00:50,840 So, clean up the house and make a cup of tea or coffee. 875 01:00:50,960 --> 01:00:56,240 And add pictures like Claudio did. And let us feel that you really want to do that. 876 01:00:56,360 --> 01:00:59,560 Not that you're on social benefits and you say: 877 01:00:59,680 --> 01:01:03,160 'There was nothing else I could do, so let's start up a business.' 878 01:01:03,280 --> 01:01:07,360 We have to feel that you fit the business that you want to have. 879 01:01:07,480 --> 01:01:10,960 So, that's actually the main advice I can give. 880 01:01:11,080 --> 01:01:13,720 Be yourself. -That's a good tip. 881 01:01:13,840 --> 01:01:16,360 Do you have anything to add to that? 882 01:01:16,480 --> 01:01:23,080 At crowdfunding the presentation is online and you present to investors. 883 01:01:23,200 --> 01:01:28,680 So, an investor decides in five minutes if they're going to invest or not. 884 01:01:28,800 --> 01:01:31,600 The story has to be very clear and simple. 885 01:01:31,720 --> 01:01:36,440 If you have a very difficult or complex product 886 01:01:36,560 --> 01:01:40,240 then make a video, add some pictures. 887 01:01:40,360 --> 01:01:46,920 In that way an investor can easily and quickly decide whether they want to invest. 888 01:01:47,040 --> 01:01:53,400 Is it about the entrepreneur's likeability? -Yes, it's very much about the likeability. 889 01:01:55,440 --> 01:01:58,800 Investors at crowdfunding 890 01:01:58,920 --> 01:02:03,400 are about profit and are about 891 01:02:03,520 --> 01:02:09,320 the returns on their investments but also: is it a nice entrepreneur? 892 01:02:09,440 --> 01:02:13,000 What's the background, what's the motivation behind it? 893 01:02:13,120 --> 01:02:20,240 And, eventually, do I have a good feeling with the guy I'm going to invest in, or girl? 894 01:02:20,360 --> 01:02:23,040 And you get goodies as well, right, when you... 895 01:02:23,160 --> 01:02:27,280 Yeah, we do advise to use incentives 896 01:02:27,400 --> 01:02:32,280 like a discount or a part of the product 897 01:02:32,400 --> 01:02:35,080 you're willing to offer to your investor. 898 01:02:35,200 --> 01:02:40,280 Netherlands Chamber of Commerce has also lined up practical tips for pitching. 899 01:02:40,400 --> 01:02:44,920 Personalize your presentation, every investor is different. 900 01:02:45,040 --> 01:02:50,560 Explain why you want to start your business. What's your passion? 901 01:02:50,680 --> 01:02:53,200 Stick to the essence of your story. 902 01:02:53,320 --> 01:02:58,640 Practice your pitch with friends or acquaintances and/or in front of the mirror. 903 01:02:58,760 --> 01:03:02,480 Keep it short and simple. 904 01:03:05,520 --> 01:03:11,680 Gertjan, in what way does a digital presentation differ from one in person? 905 01:03:11,800 --> 01:03:19,240 A digital presentation, you can't discuss or get a reply to your investors. 906 01:03:19,360 --> 01:03:23,920 So, the story has to be very clear, very simple, like you just said. 907 01:03:24,040 --> 01:03:27,680 But also must not raise any questions. 908 01:03:27,800 --> 01:03:31,960 What makes your bike unique? -What makes my bike unique? 909 01:03:32,080 --> 01:03:38,240 My bike is unique because it's the biggest bike on the market. 910 01:03:38,360 --> 01:03:41,040 The biggest pizza bike on the market. 911 01:03:41,160 --> 01:03:47,360 You can find bike capable to bake 200 pizza. 912 01:03:47,480 --> 01:03:52,000 Only getting your bike, cycling around, stop on the spot. 913 01:03:52,120 --> 01:03:55,560 Put up your structure and then you can bake 200 pizzas. 914 01:03:55,680 --> 01:04:00,960 The structure is a tent as well? -Yeah, it's a handcraft tent. 915 01:04:01,080 --> 01:04:05,600 All the system, I have built it on my own. 916 01:04:05,720 --> 01:04:10,040 Wow. -The only help I got for the structure 917 01:04:10,160 --> 01:04:13,240 was from a welder 918 01:04:13,360 --> 01:04:16,200 and from my father. -Very good. That sounds unique. 919 01:04:16,320 --> 01:04:19,840 Roy, when entrepreneurs present their plans at Qredits 920 01:04:19,960 --> 01:04:25,560 which is most important? Is it the numbers, the story or the entrepreneurs themselves? 921 01:04:25,680 --> 01:04:31,000 When we have the plan and we've read it, we want to know who's the entrepreneur. 922 01:04:31,120 --> 01:04:34,680 Who's the man or woman behind the plan. So, the entrepreneur comes first. 923 01:04:34,800 --> 01:04:39,760 We get curious because we want to know who's the man with a plan for a pizza bike. 924 01:04:39,880 --> 01:04:43,080 A fietseria. That's the most important thing. 925 01:04:43,200 --> 01:04:46,600 So, the story and to know the story we have to meet Claudio. 926 01:04:46,720 --> 01:04:50,360 Or we make a video call, that's also very common. 927 01:04:50,480 --> 01:04:53,680 To speak people on a WhatsApp. 928 01:04:53,800 --> 01:04:59,280 And then the numbers. You talk about the numbers, you talk about the financial plan. 929 01:04:59,400 --> 01:05:05,040 I really would recommend to also put some effort in the financial plan. 930 01:05:05,160 --> 01:05:09,240 Because we see a lot of people telling a lot about the story 931 01:05:09,360 --> 01:05:12,880 but they don't have the skills to write a financial plan. 932 01:05:13,000 --> 01:05:18,360 And how do you actually find out who you can work with or not, Gertjan? 933 01:05:18,480 --> 01:05:21,440 Well, a good entrepreneur knows what he's talking about. 934 01:05:21,560 --> 01:05:27,120 He knows his market, he knows his branch, his bike. He knows everything. 935 01:05:27,240 --> 01:05:33,120 It really comes with passion and convincement in their story 936 01:05:33,240 --> 01:05:35,360 and their business plan. 937 01:05:35,480 --> 01:05:39,400 What if you're not so good at pitching? What then? 938 01:05:39,520 --> 01:05:43,800 At Geldvoorelkaar we help the entrepreneur 939 01:05:43,920 --> 01:05:46,800 to get a good pitch for the investors. 940 01:05:46,920 --> 01:05:53,440 So, videos, pictures and a really nice presentation. 941 01:05:53,560 --> 01:06:00,440 But I think it's not a very difficult way 942 01:06:00,560 --> 01:06:05,880 to get some help if you're not really that good in it. 943 01:06:06,000 --> 01:06:08,960 Do you agree? -Yes, it's not the main thing. 944 01:06:09,080 --> 01:06:13,600 What we want to do, is to meet Claudio in his own environment. 945 01:06:13,720 --> 01:06:19,360 If he's a good pizza baker, and if he has the right skills like hospitality to sell them. 946 01:06:19,480 --> 01:06:23,200 And pitching is... I think for crowdfunding it's more important than for us. 947 01:06:23,320 --> 01:06:27,320 But I think you also help people with writing a pitch, that's not a problem. 948 01:06:27,440 --> 01:06:29,240 Let's be honest, for a bricklayer 949 01:06:29,360 --> 01:06:32,000 it's not the most important thing to have a good pitch. 950 01:06:32,120 --> 01:06:37,560 If you are a consultant, we look at how you pitch yourself, but that's another thing. 951 01:06:37,680 --> 01:06:42,040 Just a small part of the market, it's very important to have a good pitch. 952 01:06:42,160 --> 01:06:44,960 You give tips for that as well? -Exactly. 953 01:06:45,080 --> 01:06:49,640 Do you want to know from entrepreneurs who want to start a business in the Netherlands 954 01:06:49,760 --> 01:06:51,400 why they want to do it here? 955 01:06:51,520 --> 01:06:53,760 Yes, we will always ask them. 956 01:06:53,880 --> 01:06:58,080 We want to know why they're here, do they have relatives or family over here? 957 01:06:58,200 --> 01:07:00,240 What's the reason they come over here? 958 01:07:00,360 --> 01:07:05,120 Because we also want to know, what's the risk that they go back with a loan? 959 01:07:05,240 --> 01:07:09,160 We ask these questions and we want to have straight answers. 960 01:07:09,280 --> 01:07:13,800 Did you practice your presentation, Claudio? And how did you do it? 961 01:07:13,920 --> 01:07:18,080 Yeah, I practiced my presentation 962 01:07:18,200 --> 01:07:23,080 but only on the numbers side of my business plan. 963 01:07:23,200 --> 01:07:26,520 Because for the rest, it was quite natural for me. 964 01:07:26,640 --> 01:07:31,680 Because I built up from the first screw my bike. 965 01:07:31,800 --> 01:07:39,040 I'm a pizza lover. Pizza is something in my blood. You can say it like that. 966 01:07:39,160 --> 01:07:41,960 So that part wasn't difficult for you. -No. 967 01:07:42,080 --> 01:07:47,600 What would have done if you hadn't succeeded? Did you have a plan B or C? 968 01:07:47,720 --> 01:07:53,480 Yes, my plan B was just to go back to my old job. 969 01:07:53,600 --> 01:07:58,240 Start to do a pizza again, and pay back my debts. 970 01:07:58,360 --> 01:08:01,200 That was my B plan. 971 01:08:01,320 --> 01:08:04,320 Sounds like a good plan B. -It is. 972 01:08:04,440 --> 01:08:09,680 Thank you so much for being here and sharing your expertise and experiences. 973 01:08:09,800 --> 01:08:11,960 You're welcome. 974 01:08:12,080 --> 01:08:15,040 We've come to the end of this webinar. Thank you for watching. 975 01:08:15,160 --> 01:08:20,240 For more information please visit business.gov.nl.